Exam 7: The Pre-Approach Planning Your Sales Call and Presentation

Salespeople are strategic problem solvers who create solutions for their clients.Based on the textbook, the solution consists of four main factors.Explain each factor in detail.

There is very little a salesperson can do to decrease the level of nervousness salespeople experience when making sales call.The textbook recommends salespersons simply accept the fact being nervous is a function of the job.

The customer benefit plan contains the nucleus of the information used by a salesperson in a sales presentation.What would a salesperson NOT include in step three of a customer benefit plan?

Good business relationships are built on your knowledge of your company, industry, and customers' needs.

You are a sales representative for an e-book supplier and you call on John Radcliffe, the procurement manager for a local university.After a few minutes of "small talk," John asks you to step into his office for a meaningful conversation about your e-books.Which of the following best characterizes John's "mental process?"

According to research undertaken by the Behavioral Sciences Research Press, the issue of Call Reluctance is widespread in industry.Which of the following are NOT supported by this research?

What should be included in a marketing plan for a retailer that is buying a new inventory system?

Phyllis sells for a manufacturer of a line of forged steel gardening tools.What should she include in her marketing plan for a hardware store?